There’s something I wish I would have known when I wrote my best-seller, LeadGeneration for the Complex Sale. So, I wanted to see if this heuristic could be applied to leadgeneration through teleprospecting. Here’s the problem we were solving for: What messaging creates increased lead conversion and maximizes return on energy? Uncover a sales-ready lead.

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B2B LEAD GENERATION BLOG

MARCH 17, 2014

[BANT, Best] Marketing 101: How to get started in lead generation

'Tweet I was recently reading your blog “ LeadGeneration: Who knows the customer better – Marketing or Sales? It’s been really fascinating to me to try and figure all this sales and qualifying a lead thing out. I’ve been employed to do a tough task in a small composite company that doesn’t have the finances to employ specialists. Do you have any advice or books on how to effectively get leads and qualify them and the processes involved in doing so? Experienced lead gen marketers reading this: What did I overlook? What is a lead?

[BANT, Best] BANT: Is it Still a Useful Tool for B2B lead Qualification?

'I just read, and commented on, a thought-provoking article titled Lead Gen: A proposed replacement for BANT. Written by David Green, the premise of the piece is that the BANT formula, for the most part, is no longer relevant. To refresh your memory, BANT stands for Budget, Authority, Need and Timing. For some time, these factors were considered the four criteria that best demonstrated that a specific individual or company was a qualified lead, and not just a raw inquirer or possible future prospect. BANTLead Qualification Qualified Leads

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B2B LEAD GENERATION BLOG

JANUARY 14, 2013

[BANT, Best] Intro to Lead Generation: How to determine if a lead is qualified

Just one thing: may you give me some objective parameters to define a lead as qualified? found so many definitions, and I’d like to ask for your support to point my attention to the best definition you’ve in mind. With my best regards. Lead qualification is …. Defining a lead as qualified basically means they are qualified to talk to a sales representative.

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FIFTH GEAR ANALYTICS

NOVEMBER 3, 2010

[BANT, Best] Can Lead Generation Become More than “Frosting and Cherries?”

recently called on a client and he described his vision of leadgeneration as “frosting and cherries.” His view is that the current state of leadgeneration is dead. Salespeople in the “Internet world” have relied on leads from marketing which are neither good nor productive. The Demise of LeadGeneration. Steps to Improved LeadGeneration.

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VIEWPOINT

DECEMBER 16, 2010

[BANT, Best] Lead Generation Best Practices: Summarizing the 7-Part Series

Just for a moment, let’s revisit the GAO’s definition of best practices described in the introduction to the series: “Best practices are the processes, practices, and systems identified in public and private organizations that performed exceptionally well and are widely recognized as improving an organization's performance and efficiency in specific areas.” Following is a summary of these best practices grouped by blog article. Part 1: Agree on Lead Definition. Ideally ten criteria including the traditional BANT subset will be addressed.

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B leadgeneration, and sales lead management. Brian Carroll, MECLABS, talked about BANT and the Value of Warm Leads. In the questions, he continues to see a big opportunity around progression and believes BANT has to happen in the process. Purchasers are doing a lot of research before they engage with your company.
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B2B LeadGeneration : The 7 Keys to B2B Marketing Success. Working with the new client for the B2B leadgeneration consultancy Find New Customers , we’re coaching them on the basics of B2B marketing. This got me to thinking that a lot of companies could use a primer on the basics. Agreed definition of a Lead – Sales is tired of crap leads. Lead scoring – If you’ve done the previous five steps, traffic is way up. Jeff Ogden is President of the B2B leadgeneration consultancy, Find New Customers.
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She works with Research Partners to develop teleprospecting programs where precisely the right people are given the right message to quickly convert them to leads. He develops and guides leadgeneration program that efficiently and effectively drive revenue for MECLABS Research Partners. 65% of marketers have not established lead nurturing.“The The favorite topic of discussion was lead nurturing,” Staley says. Even though the marketers we spoke with were experienced, about two-thirds were beginners at lead nurturing.”. How they found your company.
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Unfortunately much of it reflects zero thought and leads no where. Is it perspectives on where your industry is going, best practices, or technical expertise? best practice guide, vendor comparison, industry perspective and even a sell sheet have been lumped under the heading of whitepaper by many marketers. Depending on the definition, the cost of a lead may be 50 cents or $1,500. If you are talking about leads and leadgeneration, setting the definition is critical. Are you referring to awareness of your brand or company name?
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[BANT, Best] There Is No Vending Machine For Marketing Qualified Leads

If you talk to a publisher or leadgeneration firm, it would seem leads have become a commodity. Nearly every B2B publisher offers leadgeneration under a broader heading of demand generation. Here is a hypothetical, yet very realistic, snippet of a conversation with a publisher: Marketer: We are looking for demand generation opportunities that will deliver leads for sales. How many leads do you need and when do you need them by? Can LeadGeneration Be This Easy? As many leads as you want, whenever you want them.
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